TRANSFORMING THE SALESFORCE WITH LEADERSHIP

Authors
JOLSON MA DUBINSKY AJ YAMMARINO FJ COMER LB
Citation
Ma. Jolson et al., TRANSFORMING THE SALESFORCE WITH LEADERSHIP, Sloan management review, 34(3), 1993, pp. 95-106
Citations number
13
Journal title
Sloan management review → ACNP
ISSN journal
0019848X
Volume
34
Issue
3
Year of publication
1993
Pages
95 - 106
Database
ISI
SICI code
0019-848X(1993)34:3<95:TTSWL>2.0.ZU;2-D
Abstract
HOW CAN MANAGERS OF SALESFORCES IMPROVE THE PERFORMANCE OF THEIR SALES PERSONNEL? THESE AUTHORS SUGGEST THAT, IN THE specialized area of per sonal selling, a combination of transactional and transformational lea dership will help them to achieve better results. They present ways to recruit leaders with transformational qualities and develop leadershi p skills in current employees.